Sales Management (V-U)

23. Selling Process V (V-U)

5. Sales Management Process, Strategic Management Planning (V-U)

6. Sales Management Process cont.., (Mission, Goals, Strategies) (V-U)

24. Selling Process VI (V-U)

25. Selling Process VII (V-U)

7. Business Strategies (1. Potters Generic Business Strategies, 2. Miles and Snow’s Strategies) (V-U)

8. Business Strategies cont.., (3. Growth strategies and Relevant Sales Strategies) (V-U)

26. Selling Process & Buying process (A. Consumer Buyer) (V-U)

9. Strategic Marketing Planning cont.. (2. Market Segmentation & 3. Targeting) (V-U)

27. Buying process (A. Consumer Buyer) (V-U)

28. Buying process (A. Consumer Buyer) (V-U)

29. Buying process (B. Business Buyer i. Account Purchasing Process) (V-U)

3. Selling and Marketing Concept, Organization structure in Marketing Concept (V-U)

30. Buying process (B. Business Buyer ii. Buying Center) Cont. (V-U)

31. Developing the selling function (2. Building Account Relationship) (V-U)